Jaburg Wilk


Things Change Instantly Adjust on the Fly

Categories: Other, Blog

I wrote about change being constant earlier, but had an experience last week that reminded me of the importance of remembering this.

We all know this, especially parents. Me, "don't do that, you could get hurt." Kid, "but I didn't get hurt." Me, "but you could have." We all had this conversation a thousand times growing up and, if you are a parent, you are on your way to saying it a thousand times. Why does this matter? Because things can and do happen, fast, and usually when you do not see it coming. And not only to kids, but this also applies to business, dealing with others, customers and clients. The contact at your best client leaves the company or is being promoted to a different position. Your competition suddenly is closing more sales, with prior customers of yours. You're a lawyer and your best client hires in-house counsel. What do you do?

Panic? Maybe for a minute. But you better instead adjust and think fast. Is it having the contact at your best client introduce you to their replacement? Is it speaking with your former customer about what has changed and what you or your company can do differently to regain a competitive edge? Is it inquiring of that good client what work will be kept in-house, what will be sent out and how you can be a part of it? Other than you, who best knows how to formulate a new strategy and deal with the change or be left behind? No action most likely will equal no results. And remember change brings opportunity, but you generally have to take actions to find it.

As always, this post and others can be found on my blog, at  BusinessLawGuy’s Blog.

About the author: Neal H. Bookspan is a partner at the Phoenix, Arizona law firm of Jaburg Wilk. He assists clients with business issues, commercial litigation, workouts and bankruptcy litigation.